NEGOTIATIVE SELLING SKILLS (PAR)                                SR2915


This course is designed to enhance the student's account analysis and
decision-making skills in order to be more effective in qualifying and
closing business.  The student will also improve his conversational
skills in order to develop a better rapport with his customers.

STUDENT PROFILE:
CSO field sales trainees, sales representatives, and PSO consultants.

PREREQUISITES:
Prestudy sent upon registration.

STUDENT PERFORMANCE OBJECTIVES:
Upon completion of this course, students will be able to:
o     Initiate a sales conversation;
o     Demonstrate effective communications;
o     Demonstrate effective closure in a business conversation.

COURSE OUTLINE:
Unit 1    Decision making skills
          Conversation rapport
          Qualifying potential business
          In-depth problem probing


TESTING PROCESS:
In-class skills evaluation.

FORMAT:          Lecture, lab
LENGTH:          2 days
AVAILABILITY:    Obtain current quarterly calendar from Field
                 Development Manager

EQUIPMENT LIST:  N/A
CLASS SIZE:      Maximum 24
ORDERING INFO:   N/A
QUESTIONS?:      Field Development Manager
PROJECT MGR:     Terry Iverson, Telnet/408 447-4662
LOCATION:        Sales School